The RS4 program is designed to walk both the dealer and the customer through a logical, value-based journey—from introduction and interest to proof of savings, implementation, and long-term accountability.
Step 1: Introducing RS4
The conversation begins with a new way of thinking. RS4 is positioned as a consultative strategy, not a product. Dealers introduce the concept by explaining the problems RS4 is designed to solve: excessive waste, uncontrolled spend, procurement inefficiencies, and missed savings.
The goal is to spark interest by demonstrating:
Industry knowledge and benchmarking expertise
Cost-saving potential
The role of technology in unlocking efficiency
A proven plan with built-in accountability
Step 2: Raising Customer Interest
With interest piqued, the next move is to show concrete savings potential. Dealers use RS4 tools like the Savings & Planning Calculator and industry-specific Norm Cards to benchmark customer spend and illustrate gaps.
This step helps reposition the dealer as a strategic advisor who understands where the customer should be spending—and how to help them get there.
Step 3: Customer Engagement & Data Collection
Once the customer is interested, the dealer requests key purchasing data to validate the savings scenario. This creates a collaborative dynamic where the customer becomes invested in seeing the results confirmed.
The goal is to secure a formal meeting with decision-makers to present:
Projected cost savings
Improved operational efficiency
Environmental impact
Implementation plan
Commitment to ongoing accountability via QBRs
Step 4: Closing the Deal
With the data in hand and the opportunity validated, the RS4 strategy moves into closing. Dealers present a 12-month forward plan backed by technology, benchmarks, and measurable KPIs. A commitment to Quarterly Business Reviews (QBRs) helps solidify confidence and establish a performance-driven relationship.
Step 5: Overcoming Roadblocks
Not every customer will say yes immediately. RS4 equips dealers with tools and talking points to handle objections, including:
Concerns about software installation (especially DCA)
IT gatekeeping
Decision-maker uncertainty
Perceived risk of change
By taking it one step at a time and continuing to demonstrate incremental value, dealers can overcome resistance and keep the opportunity alive.
Step 6: Installing the DCA
The Data Capture Agent (DCA) is a critical part of monetizing unmanaged devices and reducing waste. However, installation can be sensitive. RS4 teaches dealers how to pick the right moment, secure buy-in, and use demonstrated progress to justify the request.
Step 7: Quarterly Business Reviews (QBRs)
RS4 doesn’t end with the sale. It includes a structured QBR process that reinforces results, adjusts plans, and helps dealers grow their share of wallet. This long-term accountability is key to customer retention and ongoing success.
Customer-Centric Technology: Frictionless procurement tools that rival Amazon.
Benchmarking & Insights: Show customers where they should be, not just where they are.
Efficiency Gains: Automate and streamline supply management.
Environmental Benefits: Reduced waste and carbon footprint.
Sales Growth: Win more business and secure long-term commitments.
Dealers face immense pressure from online competitors. RS4 is a timely, practical solution that equips them with the tech and process to fight back. It transforms outdated, reactive sales efforts into proactive, value-driven engagements. And it gives customers a reason to stay loyal.
Want to see RS4 in action? Book a live demo and experience how this strategy turns your existing accounts into high-margin, long-term growth engines.
Related Reading:
What Is RS4? A Dealer Strategy for Smarter Sales: RS4 is a smart sales strategy designed to help dealers modernize their processes, reduce friction, and compete with online giants by leveraging automation and technology.
Norm Cards: Benchmark Spend & Win More Deals: Norm Cards are a powerful sales tool that benchmarks customer spend against industry norms, helping dealers identify savings opportunities and position themselves as trusted partners.
RS4 Calculator: Validate Savings & Build Trust: The RS4 Savings & Planning Calculator turns abstract savings potential into real, data-driven projections, helping businesses build personalized savings plans.
Closing RS4 Deals with Confidence: Closing RS4 deals requires more than just a sale—it’s about building trust and outlining a clear plan for success. Learn how to close with confidence and start a lasting partnership.
Overcoming RS4 Objections with Confidence: Overcome RS4 objections with confidence by addressing resistance, IT concerns, timing, and skepticism—using a methodical, low-pressure approach to close stronger.
Installing the DCA: Unlock RS4’s Full Power: Installing the Data Collection Agent (DCA) unlocks RS4’s full potential, turning strategy into operational success with real-time data that drives savings and customer loyalty.
Quarterly Reviews: RS4’s Accountability Edge: Quarterly Business Reviews (QBRs) in RS4 are essential for measuring results, building trust, and proving your value, ensuring long-term customer loyalty and growth.
The ESG Benefits of RS4 You Might Be Missing: RS4 offers more than cost savings—its efficiency boosts sustainability, reducing waste and emissions, making it a hidden ESG asset for your business and clients.
RS4: Why Tech Alone Isn’t the Solution: RS4’s accountability framework turns scattered tools into a customer-focused strategy, helping dealers deliver results that Amazon can't match.